Major Duties and Responsibilities To achieve individual quarterly quota set for Support Renewal and Mission Critical Support. Set strategy and tactics for managing a specific Partner/Territory and associated support services revenue in the territory. Identify all customers in specified territory and understand their support services requirements. Communicate and coordinate with Territory/Partner field sales on an as needed basis to insure effective coverage. Communicate and coordinate with field with a quarterly email detailing accounts coming due within the quarter. Manage sales funnel by tracking sales on a forecast report that shows prospects in the initial stages of contact through the purchasing of CLIENT Services. Maintain and update an information database with both activities and opportunities related to Sales efforts.Daily Activities Make contact to targeted customers and identify record and close renewal opportunities. Gather current information from customers and check to see if there is up-sell opportunity (support level, old pricing). Sell CLIENT support services to customers; overcome objections and present benefits of CLIENTs support services. Record relevant company and contact information obtained in communications with customers in the information database; keep records current and accurate. Prepare, manage and report up to sales management a weekly sales forecastProduct and Skills Knowledge Maintain up-to-date product knowledge and service offerings through on-going training on CLIENT products and services. Maintain adequate knowledge of relevant CLIENT technologies through self-study and on-going training. Attend sales training sessions and implement skills learned to enhance selling abilities. Maintain up-to-date knowledge of CLIENT service and product programs, promotions and pricing.Other Activities Organize and maintain up-to-date information and selling tools to perform job responsibilities. Attend sales and staff meetings, product launches, company meetings and other off-site events as required by management. Utilize targeted marketing programs to increase potential of closing business. Present quarterly to management, marketing staff and peers a business review for the specific Services Sales territory and future strategies and tactics planned to achieve goals. Complete periodic projects as assigned.Minimum RequirementsExperience/Skills Required Bachelors Degree, preferably in Computer Science, Marketing, Communication, Business or equivalent experience. Preferably MBA Between 6-10 years of experience Previous Service Sales or Sales experience. Acumen for understanding computer hardware and software technology. Acumen for understanding software license agreements and support terms and conditions. Excellent communications skills; able to articulate clearly and effectively over the phone, in writing and in person. Ability to deal with confrontation/contention in a professional manner. Experienced in using computer hardware and software in the work place, specifically database, word processing and spreadsheet software. Ability to be organized, detailed and process oriented. Good written communications skills. Good presentation skills. Goal oriented, self-starter, able to work independently, but also a team player. Positive Can Do attitude, self reliant, assertive, confident, adaptable and tenacious.
QualificationM.Sc, MCA
